The_Essential_Manager_s_Handbook

436 / DEVELOPING YOUR TECHNIQUE

Recruiting coalition partners

When building a coalition, start by

identifying all stakeholders, both

supporters and opponents of your

objectives. Classify each one according

to their level of agreement (high,

medium, or low, on a scale from one

to 10), the degree of influence they

could bring to the coalition, and their

level of perceived trustworthiness.

First, approach your best potential

allies—the parties who agree with

your vision and agenda and are very

influential and trustworthy.

ASK YOURSELF...

About forming a coalition YES NO

1 Do you know your agenda for the negotiation and what

you are trying to achieve? .................................................................

2 Have you considered the main factors that you need to

consider in building your coalition? .................................................

3 Can you identify potential coalition partners that

are most likely to work with you to allow you to

fulfill your objectives jointly? ..........................................................

4 Should you sequence the recruitment of each

potential coalition partner? ............................................................

5 Do you know the best way to approach potential partners? ..........

First, approach

your best

potential allies

US_436-437_Dealing_parties_3.indd 436 30/05/16 3:07 pm